The Reluctant Networker

This post contains 9 suggestions to help you conduct an in-person networking event with ease, grace and efficiency. The intended audience is Junior Barristers, New Tenants and Pupils.

“Oh Heidi. But you see: this is where the work takes place!” Eberhard Heyken, Ambassador, German Foreign Ministry.

This is where the work takes place

Diplomats are networkers par excellence. Under the pupillage of some wizened and professional schmoozers, I have learned useful techniques which are applicable to every sector.

Networking is certainly work. But it doesn’t have to be a chore. The key is in the preparation, execution and follow-up.

1. Before an event

• Make a positive decision whether to attend
  If your ideal client is unlikely to be at the event, ask yourself whether it’s a good use of your time to attend. Time is limited though so be strategic about which events to attend in person.

• Rehearse your intro phrase
  Know in advance how you will introduce yourself. It reduces the fear of a cold intro. “Hello, I don’t think we’ve met. I’m Jedi Knight” is enough to get you going in any conversation.

• Pack your pocket / small bag
  Network hands-free. Have a place for business cards, small notebook, biro. Consider leaving your phone behind if have a tendency to use it to avoid human contact.

2. During an event

• Be brave
  Most people have felt anxious about networking at some point in their professional lives. Approach people who are standing in open groups or on their own. That is, after all, why you’re there.

• Don’t make promises you can’t keep
  If you commit to doing something at a networking event, such as offering a mini-pupillage, make sure you follow through. That mini-pupil might one day need a leader.

• Don’t pitch or sell
  Networking events are not the time to pitch or sell. The pitch happens in a meeting in an office after the networking event. Don’t pitch anything unless you are responding to an explicit need.

3. After an event

• Follow up
  Schedule 30 minutes in your diary to follow up after the event. The GDPR (appears to) permit you to send an email (but not numerous emails) to someone who has given you their business card.

• LinkedIn
  Create a polite standard LinkedIn message template which you can tailor to an individual. It will save you time and encourage you to start connecting.

• Make introductions
  If you committed to make introductions ask permission from both sides first. Take the time to explain exactly the potential benefit of the connection. Consider creating an email template which you can tailor for each introduction.

Referrals are generated, primarily, from two sources: great work and great contacts. That’s why networking for a specific outcome is an integral component of your practice marketing plan.

Jurilogical’s programmes guide you through the steps to create a successful practice in the digital age.  Book a call today to find out how our programmes can help you.

By Heidi Smith
Creator of Jurilogical.com